Applying Sales Process Engineering Archives | Page 5 of 6

Webinar > Dr Lisa and Justin Roff-Marsh present coordinated approach to business marketing and sales

Here’s a limited opportunity to participate in a Webinar featuring a conversation between Dr Lisa and myself. (Friday, May 08, 2009 from 10:30 AM – 12:00 PM (Mountain Time)). I get asked (almost) daily if our approach to sales (SPE) complements Dr Lisa’s approach to lead generation and business marketing (Mafia offers). Dr Lisa finds… “Webinar > Dr Lisa and Justin Roff-Marsh present coordinated approach to business marketing and sales”

I’m presenting at the Continuous Process Improvement Symposium in May

That's right! I'm happy to report that I'm presenting at the CPI-Symposium in Washington state, in May. Other speakers include Robert Fox, Stephen Covey, Lisa Scheinkoph and Larry Leach. To learn more about this conference, visit: https://www.cpi-symposiums.com. You can also watch a video here: https://tinyurl.com/ccm62v Hope to see you there!

A strategy for coping with tough economic times

A slow economy does not have to mean fewer orders As the economy slows, it’s likely that your firm’s order flow will slow too. But, does it really need to? For you to answer this question in the affirmative, two conditions need to be in place: Your share-of-market needs to be considerable Your sales function… “A strategy for coping with tough economic times”

Why you should simplify your engagement model

As many of you know, I’ve been splitting my time between Australia and the US for the last six months or so. I’ve been interested to see that, although I’ve cut my available capacity in Australia by almost half, our volume of Aussie sales has stayed exactly the same (in fact, in recent times it… “Why you should simplify your engagement model”

Strategic Sales Optimization: Crafting an Objective Management Structure for Industrial Sales Success

Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable. When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door. However, a second look reveals that… “Strategic Sales Optimization: Crafting an Objective Management Structure for Industrial Sales Success”

How to Convert Industrial Sales Opportunities into Sales

Tell me, how’s your conversion rate? Specifically, is your organisation converting the optimal percentage of sales opportunities into sales? My bet is that you’ll find this question hard to answer … for two possible reasons: This article explores the opportunity management process — that all-important process responsible for converting sales opportunities into sales. It explains… “How to Convert Industrial Sales Opportunities into Sales”

Building a High-Throughput Sales Process for Industrial Sales and Distribution

Applying the Theory of Constraints to the design, resourcing and management of the sales process [Presented at: TOCICO Conference, Miami 2004] Introduction The traditional sales process is hard to manage and all but impossible to scale. This paper introduces a radical new approach to sales process design, resourcing and management. The result of this approach… “Building a High-Throughput Sales Process for Industrial Sales and Distribution”

Industrial Sales Processes: Lessons from the Factory Floor

Everything you need to know about your sales process … you can learn on a factory floor! If you’re struggling to multiply the effectiveness of your sales process, I challenge you to take a wide-eyed stroll around a modern manufacturing facility. I’m betting that, among the noisy machines, the intimidating technology and the strange sights… “Industrial Sales Processes: Lessons from the Factory Floor”

Is your marketing manager redundant?

You know, I’d hate to be a marketing manager in a typical service-based firm. The problem is, in such a firm, there’s precious little for a marketing manager to manage! Here’s a person with no authority, no direct reports, a tiny budget, and no process to oversee. A person who’s only mandate (to ’get the… “Is your marketing manager redundant?”

Chris gets it!

I just had a call from a client who owns a make-to-order manufacturing firm (building materials) in New Zealand. Chris was agitated because he had just realised that, last week, across his sales team, 20 appointment slots had gone unfilled, due either to cancellations or a failure to schedule appointments. He had calculated that these… “Chris gets it!”

Category Archives: Applying Sales Process Engineering